Software reselling
Interview with Luc Roca and Julien Garcia
In the core of industrial digital transformation challenges lies a decisive underestimated factor: Choosing the right technological solution.
A true accelerator of performance and therefore competitiveness. And this strategic choice starts with selecting the right partner, turning ambition into measurable results.
Interview with Luc Roca, Percall Group CSO, and Julien Garcia, Percall Group PreSales & Innovation Director.
What is Percall Group’s unique value proposition when it comes to software reselling?
Luc: We specialize in digital transformation. It’s at the core of our DNA. Our strength lies in the fact that this is all we do, and that we’ve been doing it from the very beginning.
Julien: I see several types of software: some are highly disciplinary and very specialized, like CAD, where you need to have a technical discussion with expert users. Others, like PLM or MES, involve managers and require a broader, more global vision. But regardless of the type of solution, what matters most is understanding the client’s business, context, and processes.
Luc: Exactly. We have three-part expertise: deep knowledge of the solutions, strong understanding of the business domains, and extensive project experience. When selling software, it’s important to address concrete needs. And thanks to our many years of expertise, we understand all the parameters and client expectations. This allows us to be very precise in our software sales, staying as close as possible to the client’s actual needs
What is the importance of this expertise?
One might think that software reselling is simply a buying and selling activity.
Luc: When reselling software licenses, we do much more than a simple transaction; it’s not just contractual. It’s about establishing a long-term partnership with our clients. Through the sale of licenses, we are essentially selling the success of a project. The solution itself is not the end goal, it must serve as a foundation for digital transformation.
Julien: I would even say that through software sales, we sell performance. The software is a driver of efficiency and productivity. What matters is the value it creates. We have a strong industrial footprint and we know the constraints of these sectors: traceability, compliance, digital passports, supply chain requirements, sustainability. Our teams come from these industries. We speak the same language as our clients, and that changes everything in how we understand their needs. We ensure that what they want to buy is aligned with how they intend to use it. Because before selling a license, you must identify the needs and combine software, business expertise, and support. It’s an end-to-end approach that includes people and users.
What role do your software publishers play in your development and offering?
Luc: We’ve been around for more than 20 years, and our history is closely linked to our software publishers. We work in symbiosis with them. Through our broad range of activities, we also play a key role for them.
Julien: Beyond the privileged relationship we maintain with them, they enable us to offer our clients a diversified portfolio that is perfectly tailored to their needs. They are strong partners with whom we communicate continuously. We even discuss R&D with them, it’s important for us and for our clients. This close relationship allows us to exchange on expected new features, AIdriven developments, or sustainabilityrelated challenges, for example.